Posted on

The Peril of Overconfidence When Selling #468

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The Peril of Overconfidence When Selling #468

Have you ever let your ego get ahead of your success? Like that day you boasted you can eat anything. You agreed to accept the “habanero pepper challenge” but quickly found they were too hot to handle, burning your mouth and throat and then spent the next hour drinking buckets of water to soothe the pain? We’ve all been there right? Oh you’ve never done that? Well I have and I’ve let this kind of overconfidence selling screw up business too.  How do you avoid arrogance when selling? That’s the topic for today.

Today’s Chapter: The Peril of Overconfidence Selling

Winning can be just as bad as losing.
Confidence can be as bad as fear.
What does that mean?

If your sales are down, the only way is up.
But if you’re up, the only way is down.
Don’t worry about your quota.
Just do what you have to do.

The cocky seller is their own worst competitor
Fear can cause hesitation.
But confidence can create chaos.

When you know your limits
nothing can hold you back.
Do what you can then let go.

Today’s Story

It took a while but Chris found success. Each new deal fostered confidence and confidence fostered boasting, until the day arrived when business slumped. 

The slump prompted Pat to ask “Hey what’s up with your pipeline. It’s drying up!”

Exasperated, Chris moaned, 

“I can’t explain it. I was on top, everything was working. Then it was a train wreck”.

Pat responded, “But you’ve been telling everyone you’re the best seller in the organization, right?”

Sheepishly Chris muttered “Yes I did.”

Pat went on, “My toughest competitor was often my own arrogance, Overconfidence led to many lost deals. It wasn’t until I honestly assessed my strengths and weaknesses was I able to repeatedly find success. Now I pitch with humility and if the deal makes sense, the prospects  buy. That’s all I can do, is to do my job and accept what happens”.

Take Action Quote

The theologian Thomas Merton once wrote that “Pride makes us artificial and humility makes us real.’  Our current culture glorifies the celebrity that boasts how great they are. It’s true that every dog has it’s day, but it’s not everyday. That day has an expiration date. Success comes and go likes the  seasons. It’s best when we keep our ego in check and truly know who we are. It all works out in the end. That’s for certain.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

The Way of AI and ChatGPT in Sales #467

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

 The Way of AI and ChatGPT in Sales #467

Today instead of noodling on what the old master Lao Tze says about the Tao of Sales Babble we’re going to babble about a huge breakthrough this winter,   Artificial Intelligence or AI. Why? Let me make a bold statement: Not since crypto has there been a disruptive innovation at this level. In this episode we zero in on how to use AI and ChatGPT in sales.

Your Obedient ChatGPT AI Virtual Assistant

It’s been all over the news and you may have heard all about this AI stuff. Yet I’m surprised that I keep meeting people who haven’t a clue about this breakthrough. This winter I’ve been playing with these systems so I thought I would share a bit about what I’ve learned and how I’ve been applying it to sales.

ChatGPT is an AI chatbot system, similar to those little boxes on the far right bottom on websites that ask you questions but never gives you good answers.

OpenAI the company that made ChatGPT released it to show off and test what a very large, powerful AI system can accomplish. You can ask it countless questions and often will get an answer that’s useful.

So how does it work? ChatGPT is a state-of-the-art natural language processing (NLP) model developed by OpenAI that can generate human-like responses to text-based inputs. NLP is a field of AI that focuses on teaching computers to understand human language and respond appropriately.  It uses predictive analytics just like a fortune teller, but for data. It looks at historical data and tries to predict what’s going to happen in the future.

Take Action Quote

Lao Tze said

“If you realize that all things change, there is nothing you will try to hold on to. If you are not afraid of dying, there is nothing you cannot achieve.

Links For You AI ChatGPT for Sales

TRY IT OUT TODAY http://openai.com 

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How to Dispel Anger with Difficult Prospects #466

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Dispel Anger with Difficult Prospects #466

Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and  decided to hide from them rather than to become one of them?  That’s not a solution. The entire science of selling is based around finding an agreement on an exchange of value. Pissing off your prospects is the surest path to pissing away your career! So what’s a seller to do when dealing with  difficult prospects? That’s the topic for today.

Today’s Chapter: Defusing Difficult Prospects

The Master Seller has no mind of their own.
They are aware of the needs of prospects.

They are good to prospects that treat them well.
They are also good to prospects that don’t treat them well.

They shed rude comments
like a duck sheds water

Humble they are a good neighbor,
Optimistic like a child.
In time prospects look and listen.

Today’s Story

From the grapevine Pat heard some disturbing news about one of Chris’s accounts. Pat immediately called, 

“I heard you got angry with one of the decision makers and some harsh words were exchanged. Is that right?”

Chris hesitated “Yes, but they had it coming. They’ve got  no idea what they’re doing and they don’t appreciate all I’ve done for them.”.

Head shaking Pat responded “Look, we need to treat everyone with respect no matter how nice or rude they are. And not because it may blow up in social media or put a deal in jeopardy but because it’s our responsibility to be humble and help. Our job is to let prospects become aware of our products and accept that it may take awhile for them to find value. Getting angry helps no one. 

Chris shrugged “You have no idea how dumb these people are”.

“Maybe so” said Pat “But I do know this, holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned. As Gandhi said to lose patience is to lose the battle.”

Take Action Quote

I get this can be hard at times. When you put your shoulder to the wheel and all you get is a cold shoulder, you take it personal. But it’s not personal. 

“When people are rude to you, they reveal who they are, not who you are.”- Anon 

It’s for us to be a good citizen who isn’t afraid to lend a shovel to the next door neighbor who’s excited to plant a spring garden. Sure they may soon ask to borrow a hoe and a rake and before you know it your garage is empty and tidy for the first time in years. Meanwhile your neighbor is harvesting a bumper crop of Rutger  tomatoes. When your generous and patient people start to trust and yes, they may start asking to borrow your lawn mower. But more importantly when you offer some advice and wisdom, they’ll be ready to listen.

As sellers, the sooner you wake up to this fact, the less anxiety you’ll experience when dealing with difficult prospects. The take away here is to not get  angry, but to get neighborly.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

Why Action Speaks Louder than Words #465

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Why Action Speaks Louder than Words #465

There’s a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the  myths in movies like the Wolf Of Wall Street.. But in real life, it’s just not true. Buyers like to buy but they hate to be sold. These days, great sellers show what they have and their actions speak louder than words. That’s the topic for today

Today’s Chapter: Those Who Talk Don’t Know

Those who know the market, don’t talk.
Those who talk, don’t know the market.
Action speaks louder than words.

Close your mouth.
Be still and relax.
Let go of trying to close the prospect.
Don’t talk about you,
Ask about them.

When you get right with the Tao of Sales Babble,
you don’t worry about winning or losing,
nor looking good or being embarrassed.

You’re OK that what happens, happens.

Today’s Story

Chris’s company had the good fortune to be considered for a large contract. Chris was responsible for the deal. Pat called Chris into the office to hear the plan. 

Giddy with excitement Chris said .“First I’m going to show them all the happy customers we have, then the positive online reviews, then I have the new video marketing just produced then for the demo …… “

Raising a hand Pat retorted. 

“Whoa whoa whoa slow down. We think we have a good solution for them, but we don’t really know, do we?”

“What do you mean?” said Chris.

Pat went on “Well we’ve read about their challenges in the press but wouldn’t it make more sense to directly ask them what they want versus hearing it second hand?” 

Chris blinked “I just assumed they’re going to want our solution because that’s what all our customers want.”

Pat smiled, “You may be right Chris, but you may be wrong. Let’s stop the  babble and work this opportunity properly. Let’s show them we’re good listeners by being a good listener. Let’s let our actions speak louder than words. If we’re a good match they’ll buy. If not the deal was never meant to be”

Take Action Quote

Back in the day you had to be a fast talker to be successful in sales. A sales call was a performance and it was the only way a buyer could learn about a company’s products. Times have changed. Today the Internet gives buyers instant access to brochures, spec sheets and multiple choice. The tables have turned and sellers are wise to let the buyers do the talking. Qualified buyers will ask to see the solution. For the seller it’s a case of do, not speak. 

To quote Benjamin Franklin.

“Well done is better than well said.”

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

Supple Selling for Sales Success #464

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Supple Selling for Sales Success  #464

Today we investigate flexible selling. For example, we don’t let little kids drink out of glass. Why? Because if they drop it, it will shatter in a million pieces. But what happens when a child drops a plastic sippy cup?  It bounces!  They’re soft and supple and last forever. In fact your child will outgrow it before it wears out.   But what’s this got to do with sales? What can a flexible supple accident forgiving  sippy cup teach us? That’s the topic for today.

Today’s Chapter: Bend Don’t Break

The Master Seller takes a balanced approach
They are never stubborn with fixed opinions.

Because they are tolerant of difficult prospects
They are supple like a field of wheat
Bending to the buyers whims
Giving answers to even the silliest of questions.

No deal is impossible for them
Because they let go of fear.
They care for the needs of the customer
Like a parent.

This is called deep roots.
They have longevity with this foundation.
They have lasting success.

Today’s Story

Honestly, Lee was a difficult prospect with fixed opinions stuck in the past. Chris struggled to connect and show the possibilities of the new services package. But after three sales meetings, Chris reached out to Pat in frustration.

Chris started, “This deal is a hot mess! Lee asks dumb questions irrelevant to the product. Lee’s thinking makes zero sense. I don’t know what to do to advance the sale.”

Pat smiled. “I can understand your concern. But maybe it’s you who has the issue.”

“Oh?” said Chris.

Pat went on “What do you think really matters to Lee? Revenue? Profit? Cost? Time? What’s crippling the company? “

“I’m not sure.” said Chris.

Pat then said, “Instead of using the slide deck trying to persuade Lee, take a more parental point of view. Spend more time looking for their Owies, soothing their pains, discovering their desires, telling them everything’s going to be alright and we‘ve got their back. Like they say, the soft and supple grass bends. Stiff and brittle it snaps. You’re snapping!”

Chris laughed! “Yes I guess that’s true”

Pat finished “Why not set aside selling them for a moment and  help Lee out of Lee’s troubles whether it makes a sale or not.. That’s what extinguishes fear and makes for lasting success”

Take Action Quote

According to Lisa J Morris

“Achievement is often a balance between following through with a well made decision, accepting the process, while embracing flexibility until its completion”

I agree. This quote goes hand-in-hand with letting go of control. Stop planning and stop trying to control how things will go and what the outcomes will be. Life never goes according to plan. So why stress  out worrying about the future and then worrying about the past when plans go wrong?

Sell in the moment, with no fixed outcome in mind. Let things happen, and be content with what happens. Sell of course, but do it because it gives you joy. That is the path of supple selling.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How To Do First Things First When Selling #463

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Do First Things First When Selling #463

Have you ever been in a situation where a small mistake in the beginning messed up a deal at the end? This happens when you get impatient and try  to skip steps and push selling a little too hard. I just learned this the other day that impatience  is really entitlement. It’s thinking “how dare that prospect not sign on the dotted line “.  So it begs the question, what makes you so important? Who are you to make decisions for your prospects? Isn’t it their money they’re spending? Isn’t their problem they want to solve? Look I get it.  I know these mistakes because  I’ve made them myself and sadly it never goes well. What’s difficult is not overdoing it and finding that balance. That’s the topic for today

Today’s Chapter: Do the Difficult First When Selling

Each Seller is responsible for many tasks
Yet all tasks are not equal.

Do the difficult ones while they are easy.
Do the key tasks while they are small.
.
Great oak trees start from a single acorn.
Getting started is often the greatest struggle.

The Master Seller doesn’t make the sale happen.
They allow the sale to happen.
They let go of manipulation,
 cajoling and harassing.

They simply remind the buyers of
who they are
and how they can help.

No matter the length of the sales cycle
It all begins with a single outreach.

Today’s Story

Clearly Chris was working hard. Oftentimes the first to arrive in the morning and the last to leave at night. Given all the effort, Pat was surprised by the meager number of deals in Chris’s pipeline. One day Pat remarked,

“With all your effort, I’m surprised your sales funnel isn’t filled to the top.” 

Chris leaned back “I know I know but day after day I keep running out of time”.

Pat paused and then asked “I took a peak at your sales funnel yesterday and have some thoughts. Would you like to hear them?”

Chris’s eyes widened “Yes!” 

 “I noticed that many of the prospects are not well qualified and many of the deals have not engaged the decision maker. I also see you spend a lot of time fetching information for prospects who aren’t that interested plus devote hours to internal conversations at the office.. Any one of these things wouldn’t be a problem but all added together, they can overwhelm an entire day” 

Chris nodded and then Pat went on,

“Lao Tze said that the journey of a thousand miles starts with a single step. The most important task you have each day is to reach out and advance each opportunity according to where they’re at. Engage the buyers to advance the deals as they see fit. Busy work doesn’t bring value. Value is in the eye of the customers .“

Take Action Quote

Rushing into action, you will fail. Trying to grasp a deal you will lose it. Forcing a prospect to close, you will ruin all possibility of ever closing them. Too often the sale is lost to early mistakes so it’s best to prevent trouble from the start. 

According to the Book of Ecclesiastes

“There is a time for everything, and a season for every activity under the heavens”

The same is true when selling.

Discover, qualify, schedule, listen, each is dependent on the other.  Deals progress step by step. No steps can be skipped.  With patience and gratitude it’s best we allow the sale to happen of its own accord. Since you haven’t closed the deal, you have nothing to lose. Relax, have faith. It will all work out. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

Master Selling is NOT a Numbers Game #462

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Master Selling is NOT a Numbers Game #462

Have you heard the idea that the more no’s you get the more yeses you will hear? This notion is based on the idea that sales is a numbers game. It teaches that the path to success is getting comfortable with constant rejection and hitting on everybody you meet hoping you’ll bump into a qualified lead. So it begs the question. When it comes to sales, is this the best strategy for lead generation a numbers game? Maybe sometimes?

Today’s Chapter: Weed Out Poor Leads

Like the farmer cultivating their crop
the Master Seller weeds out poor leads.
They refuse to play the numbers game
that more leads means, more sales.

They delight with qualified leads
providing each with patience and respect,
Knowing qualified prospects bear fruit.

Honing their knowledge
they waste little time on poor prospects,
knowing it’s not how many people they meet,
but the quality of those they serve.

Today’s Story

Chris turned to Pat and asked “When it comes to lead generation, what’s more important? Quantity or Quality?”

“Neither is better than the other “ responded Pat, “Different methods work better for different businesses. “

“What about our business?” queried Chris.

“Well” said Pat, “When it comes to marketing, especially in B2C, marketers cast a wide net to increase brand awareness. They focus on conversions. There is a real need for this.  But for B2B sellers, people like us, it’s all about the curated quality lead. 

‘How so?” asked Chris.

Pat paused and then responded,

“If you focus on a few qualified prospects, activities, and connections, you’re less distracted. And this is good because distraction can jeopardize deals. Choosing quality over quantity means we have fewer prospects to take care of. The prospects we have get more attention and buyers notice. 

When it comes to the relationship business I prefer less friction and  always favor quality over quantity. When you get a lead, do some vetting to see if they’re worth the effort. Qualifying the prospect beforehand or asking a few questions can make a big difference in your day. It’s the easy path.”

Take Action Quote

Lucius Annaeus Seneca the Stoic philosopher of Ancient Rome wrote  

It is quality rather than quantity that matters.

Now there is nothing wrong with quantity if you’re a marketer. But for sellers like us, the key to success is building relationships with prospects who value your products and services. Dialing or spamming a list that you bought may not be the best use of your time.  If prospects don’t see the value, why waste time trying to change their minds? Silly right? For master sellers, it’s a process of cultivation and curation.

At the same time it’s the road less traveled for your competition. So differentiate yourself with a compassionate ear. These are the behaviors buyers appreciate, plus it’s easier!

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How to Take the Good with the Bad When Selling #461

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Take the Good with the Bad When Selling #461

Have you ever tried to bend a deal to your will only to have it break? This is something humans do all the time, thinking that we can will nature to do our bidding. This is not the case. Savvy sellers know that winter follows fall, fall follows summer and summer follows spring. Like farmers, they understand their sale cycles like phases of the moon. How do we adopt this point of view as sellers? 9That’s the topic for today.

Today’s Chapter: Making Hay

Some say you need to take
the good with the bad.
But the Master Seller sees no difference.

Some days it rains
Some days the sun shines.
Both necessary for
For a rich harvest.

Knowing that the easy day
is balanced with the hard,
The Master Seller makes hay when the sun shines
For tomorrow it may rain

Today’s Story

Chris was having a good month closing deal after deal. Like they say, this is a good problem to have. But it was a problem since it made for long days and long weeks.

“I’d like to take some time off” Chris mused.

“You can” said Pat “but you might want to rethink that”.

“Why?” said Chris.

Pat went on
“Remember what happened last year? Most of our business happened in these two months. Then it was all we could do to squeeze out more for the rest of the year. It might make sense to suck it up and keep at it for another 4 weeks.”

Chris nodded
“Oh yeah I do remember. This business is so seasonal. Nevermind, I’m going to stick to it”.

Take Action Quote

According to Canadian poet Brian Brett

“Farming is a profession of hope”

Isn’t this true of sales too? Monthly goals and quotas can be silly if they don’t take into account the cyclic nature of purchasing. The awake seller does their work and accepts the seasonal pattern of the world. They make hay while the sun shines.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How to Sell With No Assumptions #460

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Sell With No Assumptions #460

 

Have you ever tried to sell a prospect something they really don’t want? Did you do it because it’s the only thing you have that’s remotely close to what the buyer needs?  This is a terrible position to be in, right?  Lao Tzu teaches that the Master has no mind of their own, only the mind of the people. We do this by not assuming and adopting a helpful attitude. How do we sell with no assumptions? That’s the topic for today.

Today’s Chapter: Blank Canvas

Some clients see their desires clearly
While others have blurred vision.
Some buyers are honest
while others work an angle.

The Master Seller views each sale a blank canvas
They have no mind of their own
They work with the mind of the buyer.
And paint what the prospect sees.

No matter their intent they nurture clients
as parents nurture children.

Today’s Story

Chris offered solution after solution to Lee, but Lee wasn’t buying it. The harder Chris tried, the harder Lee pushed back. Chris wasn’t getting anywhere. 

“I don’t know what to do.” said Chris. 

“I feel like I’ve tried everything”

Pat responded,

“Have you tried restarting from square one? Sometimes going back to the primary issue, is the path forward”.

Head shaking Chris said,

“That’s going to take forever! We’ve already gone over all that”

“Have you?” said Pat.

“Absolutely”

“So why isn’t Lee buying?”

Chris paused, then paused again. Pat then spoke.

“I think you’re trying to put a square peg in a round hole. The solutions we’ve offered aren’t solutions.  Let’s not assume and start with a blank slate. Let’s  move this deal forward, by going backward”

Take Action Quote

According to Paul Cezanne the French post-impressionist painter,

“It’s so fine and yet so terrible to stand in front of a blank canvas.”

This is true of selling too. If the prospects could do it for themselves, they would. But this is the thing, they can’t. It’s for us, the seller,  to help them paint the solution. 

Trust buyers who are trustworthy and also trust those who aren’t trustworthy. This is real trust.  Trust yourself and trust that you can help them, if they want help. It’s their call.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How to Unstuck Stuck Deals #459

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Unstuck Stuck Deals #459

Ever have a deal that won’t move forward and you’re not sure what to do? You don’t want to call it a lost deal. It’s not exactly dead but it’s frustrating, right? You’re working with an advocate in the organization and they’re onboard.  But that’s not true for everyone in the organization. You don’t have to be Lao Tzu to know that failing to adapt has profound consequences. So what’s a seller to do to unstuck stuck deals? That’s the topic for today.

Today’s Chapter: Stuck Deals

With no urgency,
today looks like yesterday.
With no change in priorities,
Tomorrow looks like today.

Change instills fear and doubt.
The status quo is defended.

Douse fear
as water douses fire,
mitigate risk,
and grease the rails of change.

Stuck deals unstuck in time.
A slow river knows it will get there eventually.

Today’s Story

Chris and Pat met for their weekly one-on-one.  For the second month Pat asked about the lack of progress on one deal. “What’s going on here?” queried Pat. “I thought this deal had legs and would have been closed by now”.  “I know” said Chris. “But once Lee, the CFO, started getting involved,  IT started to get scared. Production wants to move forward but nobody wants to accept any risk”.  

Pat nodded.  “Like I always say, our greatest competitor is the status quo. They’ve not embraced the risk reward tradeoff. This is where you need to step it up. “    Pat went on,

 “Keep focusing on the reason they originally reached out to us. Make it clear it’s only going to get worse the longer they push off the decision. For each of the decision makers, peel them off, one by one and listen to their concerns. I bet we can address each and everyone of them. This prospect is not that different from all our other clients. Be patient, listen well, show caring and we can unstuck this stuck deal.

Take Action Quote

According to author Shannon L. Alder.

“Fear is the glue that keeps you stuck. Faith is the solvent that sets you free.” 

This applies to sales too. Change can be exhausting, frustrating and, frankly, inconvenient. But change is also constant in all our lives. Lao Tzu depicts the “path of life” as in constant motion and flux. When helping our clients, we must keep this in mind for it is the “path of sales” too. Have faith and it will all work out.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on: